Director of Sales and Marketing

Newark, NJ, United States

Job Purpose

Functions as the Director of Sales . The position has overall responsibility for achieving revenue goals, guest and associate satisfaction and the financial performance of the department. The Director of Sales and Marketing implements the brand’s service strategy and applicable brand initiatives in all aspects of the Sales process. Leads on-property sales functions to build long-term, value-based customer relationships that enable achievement of hotel sales objectives. Evaluates the hotel’s participation in the various sales channels, Revenue Management, electronic channels, etc. and develops strong working relationships to maximize hotel’s benefits. Proactively positions and markets the property; manages marketing budget to enable development of hotel specific campaigns, promotions, collateral, etc. to drive revenue and meet property objectives. The Director of Sales & Marketing develops and implements hotel–wide strategies that deliver products and services to meet or exceed the needs and expectations of the brand’s target customer profile and property associates and provides a return on investment to the owner and hotel.

Essential Job Functions

Sales and Revenue Management Develops sales goals and strategies and ensures alignment with the owner and brand business strategy. Ensures proper pricing and positioning of the property in the market.

Executes the sales strategy and ensures individual booking goals are met for the Sales team.

Ensures the development of a strategic account plan for the demand generators in the market. Deploys sales team against appropriate market segments.

Ensures Sales team understands and is leveraging MI demand engines to full potential.

Ensures focus is on proactive selling as well as reactive selling.

Determines and develops marketing communication activities, evaluates marketing opportunities, develops and executes plan to create collateral (photos, print, direct mail, web pages) to support marketing/advertising.

Evaluates market and economic trends and introduces appropriate changes in sales strategy to meet or exceed customer expectations, generates increased revenue and ensures competitive position in the market. Communicates changes and potential revenue opportunities to leadership team.

Develops strong partnerships with local organizations to further increase brand/product awareness; advises brand and regional team of growth opportunities.

Reviews the STR report, competitive shopping reports and uses other resources to maintain an awareness of the hotel’s market position.

Suggests innovative marketing ideas and proactively develops deployment strategies to continue to grow market share.

Proactively develops and manages internal key stakeholder relationships.

Is the sales contact for the General Manager, property leadership team and revenue management.

Is the sales contact for customers; serves as the customer advocate.

Is the property sales liaison with Revenue Management, Event Management and other hotel departments as appropriate.

Serves as hotel authority on sales processes and sales contracts. Provides final approval on business evaluation recommendations.

Develops strong community and public relations by ensuring property participation in local, regional and national tradeshows and client events.

Participates in sales calls with members of the Sales and Marketing team to acquire new business and/or close on business.

Reviews sales staffing levels to ensure hotel sales and revenue goals are met.

Communicates and executes departmental and hotel emergency procedures.

Revenue ManagementWorks with Revenue Management to assist in the development of the hotel sales strategy.

Ensures that sales strategies are communicated, implemented and updated as market conditions fluctuate.

Partners with Revenue Management for annual pricing process, request for pricing (RFPs) and development of marketing business plan.

Utilizes Revenue Management for displacement analysis in order to maximize revenue and profits.

Monitors local, regional and national business outlook and consults with Revenue Management on strategy.

Guest SatisfactionLeads the execution of brand service strategy in Sales and Catering.

Ensures guest needs are met or exceeded from beginning to end of sales process.

Participates in daily stand-up meetings and models desired service behaviors in all interactions with guests and associates.

Empowers associates to provide excellent guest service. Establishes guidelines so associates understand expectations and parameters. Ensures associates receive on-going training to understand guest expectations.

Is highly visible and interfaces with customers on a regular basis to obtain feedback on quality of service levels and overall satisfaction; effectively responds to and resolves guest problems and complaints.

Observes service behaviors of associates and provides feedback to individuals and/or managers; continuously focuses on improving service performance.

Attends pre- and post-convention meetings to understand group needs, set appropriate expectations and to obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels and overall satisfaction; Communicates critical information to areas of responsibility.

Reviews Sales & Catering guest satisfaction and meeting planner survey results and other data to identify areas of improvement. Reviews findings with Sales team and collaborates with appropriate hotel leaders to ensure appropriate corrective action is taken; shares plans with hotel leadership team.

Incorporates guest satisfaction as a component of departmental meetings with an emphasis on continually improving results.

Experience/Education

Minimum 2 years of Catering and/or Sales experience in hotels

High School Diploma or equivalent required; College Degree preferred.

Hospitality Management Degree beneficial

Job Type: Full-time

Pay: $70,000.00 - $85,000.00 per year

Benefits:

401(k)

401(k) matching

Cell phone reimbursement

Dental insurance

Health insurance

Life insurance

Paid time off

Vision insurance

Schedule:

Monday to Friday

Weekends as needed

Ability to Relocate:

Newark, NJ: Relocate before starting work (Required)

Work Location: In person

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